In Negotiating Rationally, Max Bazerman and Margaret
Neale explain how to avoid the pitfalls of irrationality and gain
the upper hand in negotiations.For example, managers tend
to be overconfident, to recklessly escalate previous
commitments, and fail to consider the tactics of the other
party. Drawing on their research, the authors show how we
are prisoners of our own assumptions. They identify
strategies to avoid these pitfalls in negotiating by
concentrating on opponents? behavior and developing the
ability to recognize individual limitations and biases. They
explain how to think rationally about the choice of reaching
an agreement versus reaching an impasse. A must read for
business professionals.

[ebook], [Best!], EBOOK, (Ebook pdf), [READ PDF] Kindle

Descriptions
In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of
irrationality and gain the upper hand in negotiations.For example, managers tend to be
overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the
other party. Drawing on their research, the authors show how we are prisoners of our own
assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on
opponents? behavior and developing the ability to recognize individual limitations and biases.
They explain how to think rationally about the choice of reaching an agreement versus reaching an
impasse. A must read for business professionals.